Tag Archives: Geo

As more customers are trained in negotiation, we need special skills to protect and increase profits while building relationships. Negotiation increasingly involves teams and may need more than one meeting to reach agreement. Such issues require even greater skills. Overview As competition increases, the frequencies of negotiations increase. In most industry sectors negotiation is an… Read More »

Complex accounts require careful planning to ensure maximum effectiveness. Key Account (Opportunity Management) allows participants to dissect the decision-process and the players involved. They can therefore draw up an appropriate action plan. Follow with course with Key Account – Opportunity Management Review Overview A complex sale is when there are many activities and people involved… Read More »

Building relationships with key accounts to generate opportunities is more than just talking to everyone. To be effective and cost-effective requires a plan to be devised and implemented. This short course allows the key people involved to develop the plan. Overview Managing a key account is more than regular visits. We must generate further ‘opportunities.’… Read More »

As business moves forward, salespeople need to manage their business including effective pipeline management and forecasting. This course helps participants develop the key skills using their accounts/prospects. Overview Increasingly we ask salespeople to act as business-people and ‘run their business.’ What makes a good salesperson is not necessarily the same as what makes a good… Read More »

An effective team is more productive than a group of loners. Teams settle down over time. To be effective quickly, the individuals need to acquire key skills and understand team dynamics. Overview A team is far more than a group of loners. An effective team shows greater results, resilience and creativity than a group of… Read More »

Only negotiate when you have to: Distinguish between selling and negotiating Don’t use negotiation as a substitute for effective selling – that’s costly! Don’t use negotiation to resolve ‘risk issues’ Negotiate when you can’t outweigh or influence a situation in any other way. Only negotiate when both parties are both able and willing to move… Read More »

Skills’ training is different to many other types of training. A skill training has certain advantages and challenges by comparison with other types of training. This course provides participants with the key skills needed. The duration is based on a group of 4-6. Larger groups will need a longer course. Overview Skills training is more… Read More »

Preparation Gather all the relevant facts from as many sources as possible to have the widest view of the situation. Having done so you will be able to assess your bargaining power and that of the other party and as a result, the scope for either party to apply leverage. You need to be clear… Read More »

Reports and Proposals are often the product of extensive effort. Poor documents ensure the previous effort is wasted. There is increasing competition for attention; every document must compete for attention. Overview Reports and Proposals are a major element in communication, internally and externally. As more people are involved in decisions, documents increase in importance. Many… Read More »

Creativity Creativity is concerned not only with new ideas, but also with escaping old ones. Many old ideas survive through habit or routine, and not – as they should – as a result of a continuous re-assessment of their value and validity. Our usual method of thinking is referred to as VERTICAL THINKING, in which we… Read More »

Letters are our ambassadors and provide a permanent record. Excellent relationships created face-to-face can be ruined by one poorly written letter. Overview Letters, e-mails and memos are a vital element in customer communication and internal communication. Problems in relationships and costly errors are common. Written communication also provides a permanent record and may ‘haunt’ the… Read More »

Detecting Poor Performance Detecting poor performance in an employee is not always as easy as it seems, but any check list should cover the following: Aggression: Appears to provoke a lot of conflict? Others seem reluctant to work with them? Customers sometimes complain about behaviour? Childishness: Practical jokes? Silly comments? Keeps colleagues up late at… Read More »

We must increasingly deal with a wide range of behaviour types amongst the customer group. Our success will be increased if our versatility increases. Overview Increasingly the salesperson must be able to persuade and work with a wide variety of people. This means the salesperson must develop a ‘chameleon’ quality to quickly change behavioural style… Read More »

Any account that gives you a good share of their business is a target for your competitors. A classic error is only to focus on obtaining market share from those that are not yet giving a significant market share. There are a number of other classic errors in defending market share. We must develop effective… Read More »

Having tried ‘normal’ sales approaches there are often people/accounts who fail to respond. Displacement Selling explores other reasons and approaches to increase market share or penetrate a new market. Participants are asked to bring problem accounts with them. Overview We must fight for market share. This means we must use excellent selling skills and effective… Read More »